Coffee was discovered in Eastern Africa in an area known as Ethiopia. A popular legend tells of a goat herder named Kaldi. One day he noticed his goats acting frisky after eating berries from a bush. Kaldi tried berries. He found he had renewed energy. The news of this amazing fruit spread throughout region. Monks started drying berries to transport to distant monasteries. They reconstituted berries by soaking them in water. They would eat fruit and drink liquid to provide stimulation for a more awakened prayer time. The berries were transported from Ethiopia to Arabian peninsula and were first cultivated in Yemen. Then coffee travelled to Turkey where beans were roasted for first time over fires. The beans were crushed and boiled in water, creating a crude version of coffee of today.

So what specifically is hypnotic selling? It is a process to trance your prospect with product or service you offer as solution to their need or want. If you are wondering if this is manipulation, it is not. To successfully become a hypnotic salesperson, it is imperative to have customer’s interest at heart. Your focus should congruently be on servicing customer rather than just closing deal.

KNOW YOUR PROSPECT

Hypnotic selling works because it helps you listen and pay attention to prospect in an entirely new way. You begin listening to not only their word choice, but also type of language they use. The reason for success with this type of sales approach is because it was modeled after successful salespeople. It is exactly what top performers are already doing. So this takes guesswork out of it and gives you specific tools and strategies to integrate into your own selling style.

YOUR PROSPECT’S LANGUAGE

Let’s take a closer look at three possible types of language a prospect might use. Even though I’ll explain them as individual types, it is important to note that we incorporate all three styles, just at different times. When you reflect back client’s language, you create immediate rapport. Also, learning a prospect’s individual style gives you keen insight into their model of world, which then allows you to tailor your presentation.

"The Visual Prospect"

When you hear words like “see, appears, looks,” or phrases like “picture this, looks clear, bright future,” these are all visual words. This means we are accessing images in our minds to make sense of words. These images may be still or in a movie-like sequence. They might be bright or dim, clear or fuzzy, in color or black and white. This kind of prospect will probably will move and speak quite rapidly.

"The Auditory Prospect"

There may be times when hear words like “listen, sounds, clicks,” or phrases like “sound okay, listen to this, rings a bell,” these are all auditory words. Here we are accessing sounds to make meaning of words we hear. These sounds may be loud or quiet, clear or muffled, high or low pitched, pleasant or unpleasant in tonality. This prospect will speak more melodically.

"The Kinesthetic Prospect"

Sometimes you may hear words like “feel, grasp, grip, hold,” or phrases like “take hold of, heavy feeling, or gut response,” these are all kinesthetic or feeling words. This means we are accessing our feelings to make sense of words. These feelings may be heavy or light, cool or warm, pressured or tingling, moving or still. This kind of prospect will speak and move quite slowly as he or she feels each word.

TEN TIPS ON EFFECTIVE HYPNOTIC SELLING

Executives and sales professionals alike always ask me what is fastest way I can learn these skills aside from attending one of your Hypnotic Sales Trainings. And my reply is always same; there is no substitute for training and getting experience under your belt. However if there were ten tips that I would want to impart to you at a training or otherwise, it would be following: